Real estate negotiations reached a boiling point? | Katonah Real Estate

I should preface the story by explaining this happened back in 2008, when buyers were a hot commodity with a plethora of listings to consider. The buyer and seller negotiated back and forth until we were all cross-eyed with changes. Finally, the buyer accepted the seller’s counter … kinda, sorta. There was one small addition on what I had been told was a signed-off contract. The buyer suddenly decided she had to have the seller’s desk chair in the home office, a personal item that had not previously been mentioned anywhere in the contract.

After peeling the sellers off the ceiling, I quickly realized their indignation wasn’t just about venting. They were seriously willing to kill the deal. They were that mad. Their anger was about to lose them a well-qualified buyer and a strong offer in a weak market.

We all know the homebuying and selling experience is stressful and fraught with emotion; however, when those emotions run high, sometimes clients will make a decision that isn’t in their best interest. It’s the real estate professional’s role to cut through all of that heat and headiness and bring the clients back to a place where, while probably still mad at the lowball offer or over the moon in love with a brand-new home in a school district they did not want that’s overpriced, they are able to make an informed, educated decision about a major financial decision.

So how do you diffuse emotions in a real estate transaction?



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